Tagged With "prospects"
Reply
Re: A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]
Ok, I get it, you bring out the pain in advance and have the customer tell you in advance what will happen if they don't act now. All of this is easier said than done.
Reply
Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade
When reading the entire article, Sharp is really in a bad way.
Reply
Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade
Certainly seems like the end is near.
Reply
Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade
That produced some very good PP devices, however they don't seem to compete will in that league. I wonder how bad that investment missed the mark?
Reply
Re: Sales Lists (D&B) and prospecting through e-mail and mailers.
Sorry, I just saw this. Surprised no one else chimed in yet. I use constant contact for emails. This is my own personal account. I have 70 contacts (email addresses on that list). Most are existing, however 25% are clients that are not doing business with me. Once a month, I develop the "newsletter" for them. I put in four articles/blogs that I found interesting on the web, such as business tips , IT stuff, back up, etc. I also then put in a snippet about one of our services that I like to...
Topic
3 Sales Email Templates to Use When Prospects Aren’t Ready to Buy
Regular readers of the HubSpot Sales Blog know they should " Always Be Helping ." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. That’s the best way to help them. But what if they are busy with another priority, yours is not the most obvious service to help them, or they just won’t admit they are a good fit yet? How do you help them in a way that makes them likely to come back to you if and when they do need or want...
Topic
Buyer 2.0 Couldn’t Care Less About Your Sales Funnel
Posted on September 16, 2015 by Print Audit By West McDonald, Vice President of Business Development, Print Audit & Owner, FocusMPS On Tuesday September 15th, I co-hosted a webinar that was presented by Aaron Dyck and Matthew McGuire of Digitek. I don’t usually write posts about webinars but this one really struck a bunch of nerves in all the right ways. The title session was “8 Ways to Generate More Sales Leads” and as vanilla as that sounds it was one of the most potent sessions I’ve...
Topic
PROSPECT BUILDER BECOMES FIRST OFFICE TECHNOLOGY MARKETING AGENCY TO ACHIEVE HUBSPOT CERTIFIED AGENCY GOLD PARTNER
FOR IMMEDIATE RELEASE: October 13, 2015 Lindsay Kelley Chief Marketing Strategist Prospect Builder (561) 349-5150 lkelley@prospectbuilder.net PROSPECT BUILDER BECOMES FIRST OFFICE TECHNOLOGY MARKETING AGENCY TO ACHIEVE HUBSPOT CERTIFIED AGENCY GOLD PARTNER West Palm Beach, FL: Today, Prospect Builder announced that it has achieved Gold Partner status as a HubSpot Certified Agency Partner as of September 1, 2015. Prospect Builder, an inbound lead generation and marketing agency, focuses on...
Topic
Social Media Prospecting "How do we do it"
Like to get a discussion on how we're all using social media to find potential clients. Also does anyone have a social media strategy for their reps? Kinda like using the phones to make "x" amount of phone calls? I can start but would really...
Topic
10 Strategies to Get Really Busy Prospects to Read Your Emails
10 Strategies to Get Really Busy Prospects to Read Your Emails By Ryan Robinson, Jan 24, 2016 8:30:00 AM Editor's note: This post originally appeared on HubSpot's Marketing Blog. For more content like this, subscribe to Marketing When you work in sales, establishing partnerships and building meaningful relationships with prospects is an essential part of the job. At CreativeLive, I'm constantly seeking out new business leaders to introduce to our audience. For me,...
Topic Premium
A Few Reasons Why We Still Need to be a Closers "Part II"
Years ago, many of us old timers carried testimonial letters from current customers. Most of the time these testimonials were used when we encountered an objection. For example, the prospect may state, "How soon can I expect to see a service engineer?". What's the standard response every rep states? "Mr. or Mrs. prospect we'll be in there in less than four hours". Maybe we change to, "Mr. or Mrs. Prospect if we can deliver on-site service in four...
Topic
3 Open-Worthy Sales Email Subject Lines With 1 Critical Thing in Common
I get asked this question fairly often by fellow sales reps: How do you know your buyer will open your prospecting emails? Answer: You don’t. What the buyer does with your message once you hit “send” is beyond your control. But what is in your control is making your email stand out by getting creative. Your prospects and buyers get emails ALL DAY long. Think about that for a minute. If you cannot get your buyer to open your carefully crafted and personalized message, then all of your...
Topic
5 Ways to Get a Meeting With Anyone
Ever feel like your dream client is somewhere up in the clouds, completely unreachable? Is it possible to get in front of someone like that? Absolutely: with contact marketing. Not to be confused with content marketing, contact marketing is a fusion of marketing and selling. The term refers to specific marketing campaigns that are designed to connect with specific VIP prospects, whom you would otherwise not be able to reach. We learned about the concept in our recent interview with Stu...
Topic
October 21 BTA Hotline
BTA Hotline - Business Technology Association Can't view HTML emails? Click here for an online version of the Hotline. Oct. 21, 2014 Issue No. 423 Sponsor | Industry News | Calendar Office Technology | Benefit of the Month | BTA Information For almost 30 years, Copier Careers has dedicated itself exclusively to helping independent copier/MPS dealerships find the experienced staff they need to stay ahead of the curve. When color was introduced, Copier Careers was there. When analog gave way...
Topic
Sharp's Default Risk Jumps as Government Rescue Prospects Fade
Sharp Corp.’s bond risk jumped the most since 2012 on waning prospects for a state-backed rescue. The cost to insure debt in the Japanese supplier of displays to Apple Inc. rose 210 basis points to 751 on May 21, credit-default swap data from CMA show. That is the highest for a technology company in Asia and compares with the average for such companies of 122. Innovation Network Corp. of Japan plans to reject Sharp’s investment request on concern it would face opposition from Apple and...
Topic
5 Steps to Becoming an MPS/MS Superstar – Step 1: Prospecting
By Laurie Weed, Solutions Consultant, Print Audit Referring to my blog on October 30, 2014, “ 5 Steps to Becoming an MPS Superstar ” I shared the five steps in a selling cycle that we all use to sell almost any product or service. The names of the sales steps could be changed but the activity remains the same. What MPS/MS Sales Professionals need to become Super Stars: What will they make? (They’re always tuned into station ‘WIIFM’ What’s in it for me?) What is the MPS/MS program? What do...
Topic
Reviving Prospects Who Disappear into the Black Hole
Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before.At first, you assume their lack of...
Topic
How is the for an intro email?
Today I had an email from someone I didn't know. I was intrigued by the title "Question about your web site", thus I read the rest of the email, below is that email. Hi, my name is Patricia May and I am an Online Strategist I’ve been tracking the success of www.p4photel.com while doing research on your industry—I’m very impressed by your company, but I’ve identified some real opportunities for growth that you’re currently missing. Are you interested in several proven strategies to use...
Topic
The 5 Secrets to Making Larger Sales
September 25, 2014 One of the greatest points of distinction between top sales performers and everyone else is average sale size. Great salespeople typically make much larger sales than the rest of the team -- often by a factor of four to 10 times that of the typical salesperson. But how is this possible when Salesperson A and Salesperson B are selling the same product or service? The answer is that their approaches to selling are completely different. Here are the five secrets that top...
Topic
6 Signs Throughout the Sales Process Your Prospect Isn't Serious
Written by Michael Pici | @ MichaelPici On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies , 23.8% of forecast deals wind up in this category. There are several potential reasons for this outcome. First, an internal event beyond your control occurred at the prospect’s company: Your point of contact left her job, the company changed direction, there was an unexpected budget problem, and so on.
Topic
6 Creative Sales Prospecting Ideas You've Never Tried Before
Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. But sticking to the same process isn’t always a good thing. If you rely on the same prospecting methods and never try anything new, you’ll miss out on valuable opportunities. After all, many buyers will never get on your radar via...
Topic
9 Keys to an Unstoppable Phone Prospecting Strategy
Here’s a little secret that all the most successful salespeople already know: Phone prospecting is more effective today than ever before. Why? Because so many of your competitors are focused on prospecting emails that they’re neglecting the game of telephone. With your prospects’ phone lines deserted, your chances of getting through to them are at an all-time high. Still, if you don’t have the right strategy in place, you’ll simply face an endless stream of unanswered voicemails and...
Topic
Sales Lists (D&B) and prospecting through e-mail and mailers.
Greetings group, my boss and I are researching and putting together some mailers to go out to prospective clients. My boss is pretty gung-ho about the hole thing and as far as I'm concerned he's paying for me to get leads so I'm all about it. I was wondering if anybody had any tips on ways to not come off as spam and get immediately trashed. These are prospects that are already not doing business with us and we have nothing to lose as far as annoying them but we would like this be profitable...
Topic
After You Ask This One Question, You Can Ask Your Prospect Anything
Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward. Unfortunately, most people hesitate to ask the tough questions that challenge a prospect to think critically and...
Topic
7 Ways to Permanently Ruin Your Prospect's Opinion of You on the First Call
You know that one person that you detest, but everyone else loves? For me, that was Alex. Something about him drove me up a wall -- yet whenever I asked my friends how they felt about him, they couldn’t compliment him enough. It took me a long time to figure out the cause of my distaste. One time, Alex mentioned “the day Maya introduced us,” and I suddenly remembered I’d gotten a bad first impression of him. He’d seemed standoffish and arrogant. read the rest here
Topic
14 Overused Sales Email Subject Lines Your Prospects Are Sick of Reading
Emails often live and die by their subject lines. A great subject line motivates prospects to open the message, while an uninspired one means they won’t read a single word. The 14 subject lines on this list fall into the second camp. They’re presumptuous, annoying, misleading, and confusing -- sometimes, all of the above. If reps want their buyers to actually click “open,” they should avoid these lines like their quota depends on it. 1) “We’ve got a lot in common” This line has been landing...
Topic
My Weekly Sales Ritual
Monday (In the home office or office): 8AM-11AM: Prepare order docs, research pricing, answer emails, send emails, return calls 11AM-Noon: Prospect with existing client to schedule appointments for Thursday and Friday only 1P-5PM: Continued prospecting with existing clients, and work to fill out Thursday and Friday Tuesday (In the home office or office): Entire day is dedicated to filling appointments for Thursday and Friday. If Thursday and Friday does not work I also schedule for Wednesday...
Topic
How To Increase Your Close Rates When Pitching To New Prospects
Dear Art, How many times have you been burned by a prospect? You spend a bunch of time at their facility, talking to them about their needs, and putting together a sound technology solution or plan... and after all that, the client says, "No thanks." Well, the sad truth is that 9 out of 10 times that prospect ends up giving his business to someone else! I have two things that can fix this situation for you. The first is some great advice about changes you can make today that will...
Topic
How I Increased My Email Prospecting Response Rate by 1400%
Written by Pritesh Vora | @ priteshvora When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from...
Topic
A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]
Whether or not you participated, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail world battle with constantly. And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?" It's very likely that your prospect forgets your name by the time you reach out a month later. At HubSpot, this lacking sense of urgency is the number one objection we face in the...
Topic
5 Questions That Will Make Your Final Close Happen Naturally
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly. I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal. There are two...
Topic
23 Powerful Email Closing Lines That'll Intrigue Prospects & Prompt Responses
Thanks to the recency effect , people have the best recall for the last items on a list. You can credit this phenomenon for the bizarre purchases you make after forgetting your shopping list at home -- rather than remembering the most essential items (milk, cheese, bread), you usually remember whichever items you’d written down last (like teriyaki sauce and ice cream.) The recency effect might not be too helpful at the grocery store, but it definitely works in your favor when emailing...
Topic
Salespeople, Please Stop Sending Terrible Prospecting Emails Like This One
I don’t know about you, but I’m sick of bad emails from salespeople . I am sick and tired of receiving unsolicited, uncustomized, long-winded, self-promotional emails from lazy salespeople. While I could write a complete book series with a slew of bad examples, I received a particularly irritating one the other day that sent me over the edge. I responded to the salesperson just to tell him how bad it was. This brand new sales development rep defended himself in a back-and-forth email...
Topic
A Primer on Persuasion: 21 Strategies to Convince Prospects to Buy
For a salesperson, persuasion is the ultimate superpower. How often do you get a call from a prospect you’ve never spoken to before who says, “I love your service and it’s the perfect fit for my business. Where do I sign?” Probably not that often. That’s where persuasion comes in. Some deals are easier to close than others, but all sales conversations will involve some degree of persuasion -- even if both salesperson and buyer know your offering is the best choice. It’s not easy -- if...
Topic
7 Questions to Test How Serious Your Prospect Is About Buying
You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes. To make the journey even less appealing, you’re not sure how much the treasure is worth or if you’ll even be able to spend it. Would you attempt the climb? Your prospects face this conundrum all the time. Although they’re intrigued by the results you cite, they’re also probably intimidated by the energy, time, and resources required to...
Topic
30 Responses to the Dreaded Sales Objection "It Costs Too Much"
How to Overcome Pricing Objections Wait for the prospect to finish speaking. Pause for 3-5 seconds. Ask a question. Pose a follow-up question. Summarize their objection in 2-3 sentences. Clarify if you missed anything. Diffuse their concern. Click here to jump straight to the responses. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want...
Topic
The One Piece of Sales Prospecting Advice That Changed My Career
The One Piece of Sales Prospecting Advice That Changed My Career Samantha McKenna April 26th, 2017 I’ve been in sales now for nearly ten years. When I first set foot into the role, I panicked at the idea of sales prospecting. How was I going to do cold outreach and convince people to speak with me? I’m a relationship person, you see, so the thought of picking up the phone or sending an email asking for someone’s time to let me pitch to them was the rudest thing I could imagine. I started to...
Topic
18 Closing Phrases To Seal a Sales Deal in 2017
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A “yes” or “no” hinges on far more than just the specific closing sentence or question. But as you've probably seen, using the right words can definitely make a...
Topic
8 Ridiculous Things You Tell Yourself When Your Prospect Stops Responding
You know what I hate? Being ignored. I’m not talking about being ignored by a completely unknown prospect that I’ve cold called once. But I’m talking about when a hot prospect ghosts you. I’m sure this has happened to all salespeople. You have some good contact with a prospect, things are moving along according to plan, and then POOF, you never hear from them again. It’s this disappearing act that really bugs me. (And it happens even if you’re using an amazing self-writing CRM like Spiro .)...
Topic
4 Reasons Why Your Prospects Are Ghosting You & How to Stop It
Once upon a time we were pitching Sony Pictures on a deal. We had an initial call that went well, we flew to LA, did a big demo – a lot of people were there and everything went great. We sent them a proposal, even flew out again to followup, but never ever heard a single word after that. A cool deal that we were totally stoked about went up in smoke. Ghosting is a frequent occupational hazard in sales – everything goes well with a client, you’re getting positive vibes, then they disappear...
Topic
How to Close a Sale in 5 Steps
Sales is definitely part science, but it's not rocket science. If reps adopt effective processes, it becomes much easier to prospect, qualify, and sign new buyers. Closing sometimes seems like the most mysterious of all sales activities. Some reps are great at knowing intuitively how to close a sale, and others ... not so much. With a solid procedure, you don't need good instincts to close effectively (although they'll still come in handy, of course). This infographic from Refresh (acquired...
Topic
14 Dumb Sales Questions Smart Reps Ask
14 Dumb Sales Questions Smart Reps Ask Written by Jeremy King | @ Let’s be real. Most salespeople are super annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.” However, B2B buyers and B2C consumers generally do not know how to purchase anything that falls outside their area of expertise. Think about it. Do you really know how to buy a TV? Do you know what...
Topic
Sales prospecting statistics
- Data published by BPO Media Office Technology Group - Takes an average of 18 phone calls to reach a prospect - Callback rates are less than 1% - Only 24% of sales emails are ever opened
Topic
Cold Calling Is Dead: 15 New Prospecting Strategies Salespeople Should Use
Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged. A good prospecting strategy is: Consistent: It reliably generates new leads. High-return: It generates a high number of potential customers for the amount of energy and resources required. Targeted: It connects you with the right prospects, not just any prospects. Why doesn't cold calling fit this criteria? read...
Topic
3 Sales Email Templates to Use When Prospects Aren’t Ready to Buy
Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. That’s the best way to help them. But what if they are busy with another priority, yours is not the most obvious service to help them, or they just won’t admit they are a good fit yet? How do you help them in a way that makes them likely to come back to you if and when they do need or want...
Topic
Toshiba's finances on track to regain pre-crisis levels
TOKYO -- Toshiba 's net worth appears headed for heights not seen since before its current wave of troubles began, as a major asset sale seems likely to materialize in time for the fiscal year's end. "Prospects are looking bright" for the Japanese industrial conglomerate to sell its equity stake in Westinghouse Electric -- its now-bankrupt U.S. nuclear power unit -- by the end of this month, a Toshiba-affiliated source said at the end of February. A successful sale could tack another 200...
Topic
8 Creative Sales Prospecting Ideas You've Never Tried Before
Creative Sales Ideas Create a Website for Referrals Form Strategic Alliances Attend Your Customers' Events Send Them a Book Offer Complimentary Consulting Sessions Serve as a Matchmaker Start or Join a Niche Group Try a Direct Mail Campaign Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning...
Topic
9 Things You Should Never Say to a Prospect Over Email
Things to Say On the Phone “I wanted to follow up on the proposal.” "Do you have any questions about the contract?" "Have you had time to read through the proposal?" “I just wanted to introduce myself." “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect]." “Great to meet you [prospect]! Let me know if you have any questions.” “I’ll touch base in a few weeks to see how you’re doing." “Haven’t heard back from you.” “I wanted to confirm you got my last...
Topic
The #1 Reason Why Prospects Go Dark and Don’t Buy
When I first started selling, I'd experience the following scenario all the time: I'd leave a meeting thinking I nailed it -- only for the prospect to go dark after my attempts to follow up. What the heck was I doing wrong? It turns out that in many cases, I stopped hearing back because the prospect hadn’t bought into making a change to solve their business pain. They'd bought into having pain and were even sold on my solution, but they hadn’t taken the crucial last step of deciding to...
Topic
Sales Prospecting on Quora: 8 Easy Steps to Get Started
Quora has roughly 200 million monthly users worldwide -- almost double the number of users they had during the same time last year. That’s a lot of people, and a lot of prospecting potential. So what is Quora? Quora is a Q&A platform where users post questions and source answers from other community members. Good answers get “upvotes” that give them more visibility and authority. Sound a lot like Reddit? There are some important differences that make Quora more attractive for...