The Sales Hunter

APRIL 7, 2012

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. I encourage you to take the time to read these.

Buyer 176

Buyer Discount Up-Sell Motivation 176

Increase Sales

APRIL 7, 2012

Let go of the bad stuff, the complaining customers, the sales leads that do not call back is another great how to increase sales tip. Just imagine how much energy you are wasting on all that negative stuff you accumulated yesterday, last year, heck 20 years ago. Each of those experiences did bring some value, some lessons learned and should be filed away and not left in the today to do file.

How To 162

How To Energy Lead Rank Lead Scoring 162

Sales and Marketing Management

APRIL 7, 2012

At a time when companies need engaged leaders and other employees willing to exceed expectations without promise of immediate increased financial remuneration, a new wave of respected thought leaders, including McKinsey, Harvard Business Review, PricewaterhouseCoopers and Aberdeen, acknowledge the effectiveness and strategic business value of non-cash incentives.

Incentives 136

Incentives Incentive Company 136

A Sales Guy

APRIL 7, 2012

Do you think it’s OK to text a prospect or a customer? My take is this. If their mobile number is on their business card, it’s fair game. The information we put our business cards implies that communication channel is OK to connect. We don’t put our home phone numbers on our business cards, (do people still have those?) because it’s not OK to call us at home.

Skype 116

Skype Prospecting Channels Customer 116

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle