Posts Tagged ‘Prospecting’
Two Hacks For Building a Healthy Pipeline
It’s amazing how many people sell products they don’t actually use but should, for the same reasons they’re telling prospects they should. If you believe it’ll work for them, it will work for you. Drinking your own kool-aid, as it turns out, adds credibility to your story. So I wanted to share a couple of…
Read MoreCold Calling Is NOT Dead: How We Built 1.1M In Pipeline Using The Phone
Some people may say that cold calling is dead, but for me, it definitely is not. Here’s why. In this article: Is Cold Calling Dead? How Cold Calls Can Help Sales Teams Build Pipeline Cold Calling Using Artificial Intelligence Traditional Cold Calling vs Cold Calling with AI The Cold Call Experiment The 6 P’s of…
Read MoreFive Myths Of Prospecting
RELATED: A Comprehensive Guide On Sales Prospecting In this article: About Gord Smith and Dan McDonald of The RAIN Group A Study on Prospecting Prospecting Myth #1: Buyers Don’t Want To Hear From Sellers Early On In The Sales Process Prospecting Myth #2: Cold Calling Is Dead Prospecting Myth #3: It Is A Challenge to…
Read MoreThe State of Sales Development: What Does the SDR Prospecting Pipeline Look Like?
We’re putting the final touches on our State of Sales Development Study we did in 2018 in partnership with Tenbound, AA-ISP, SalesBuzz, and Vengresso. I made a quick overview of what companies reported as their prospecting funnel, and highlighted some of the statistics that stood out. How do you compare? Here are the surprises for me:…
Read MoreProspecting To CEOs | Skills You Need According To Matt Conway
Sales prospecting is one of the foundations of business, but sales reps often do not receive training on how to approach senior-level executives. In this post, we hear from sales expert Matt Conway as he shares his insights on why this happens and the skills needed to get the attention of C-level prospects, such as…
Read MoreXANT Debuts Next Generation AI Sales Platform
Full-stack Sales platform fuels 30% revenue growth with Amazon-like insights informed by AI and Collective Intelligence™ from billions of buyer interactions September 24, 2018 09:00 AM Eastern Daylight Time SILICON SLOPES, Utah–(BUSINESS WIRE)–XANT, the No. 1 AI platform for sales and business growth, today unveiled a new version of its product featuring Collective Intelligence…
Read MoreSales Prospecting for the Pros
If you’re looking to have more conversations with the right people, persistence is key. Data shows that most sales reps today stop at sending an email or placing one phone call. The best sales professionals will not give up so fast. They create a sales cadence with multiple touch points, including a variety of sales…
Read MoreOvercoming Cold Calling Objections
Cold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different answer for each…
Read MoreCold-Calling is NOT Dead: Three Cold-Calling Techniques Guaranteed to Help You Win
Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a…
Read MoreBuilding Pipeline Without Marketing – 7 Tips For Smart Prospecting
Building high quality pipeline is a major challenge for sales leaders in all industries. According to a recent XANT poll of 564 sales executives, over half of sales leaders (63%) believe that building high quality sales pipeline is much more of a challenge than closing pipeline. Typically, building pipeline and lead generation are an attribute…
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