Martech
OCTOBER 21, 2024
Audience definition Different teams have different “customers” — prospects, partners and existing clients. However, when it was reframed during the workshop, sales management realized their teams could use the event as a catalyst for prospect meetings and an incentive for accounts showing renewal hesitation. Processing.
Veloxy
OCTOBER 22, 2024
Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. The belief that human instinct and manual research are the best tools for finding prospects? Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting.
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Iannarino
FEBRUARY 18, 2022
In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. In 2016, I published a book titled The Only Sales Guide You'll Ever Need. Instead, they want to reach an outcome, one that would improve their results.
Iannarino
OCTOBER 20, 2023
One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know. 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.
Iannarino
AUGUST 3, 2021
But if you’re not careful you can repel your prospective client, courtesy of the legacy approach to sales that creates no real value. The less valuable your conversation is with your prospective client, the more certain they are to abandon you as a potential partner. How to Avoid a Second Meeting.
Iannarino
JULY 10, 2022
Your company isn't going to be perceived as different when you and your competitors both try to convince a prospective client that your company is the best choice for the better results they need. Your sales force isn't likely to find any differences compelling enough to create a buyer’s preference for your company and your solution.
Hubspot
NOVEMBER 12, 2024
Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!
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