The Sales Hunter

DECEMBER 15, 2011

Purchasing Departments and Buyers. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. It’s time we kill the term “social media” and replace it with “business marketing.” Mark’s Insights on PRICING. FREE Resources.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 19, 2011

Purchasing Departments and Buyers. A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Sales and marketing can be treated in exactly the same way. December 2007. November 2007.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Pipeline

APRIL 15, 2011

December 2007. How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. April 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Hubspot Sales

NOVEMBER 17, 2020

Businesses moved their entire customer experience and go-to-market online, many for the first time. As digital channels have improved and buyers’ preferences have changed, sales organizations have adopted hybrid models: where more teams are selling both in-person and remotely to meet buyers’ needs. Offices have gone virtual.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

The Sales Hunter

FEBRUARY 6, 2012

Purchasing Departments and Buyers. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. December 2007.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Hubspot Sales

MARCH 15, 2019

We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009. Due diligence and market research are essential in the early stages. market research, professional goals, buyer personas ) but also to you personally.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

The Pipeline

FEBRUARY 8, 2012

December 2007. Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Sales Tool. January 2009.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

OCTOBER 26, 2011

December 2007. On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009. December 2008.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 20, 2012

December 2007. Whatever you call it, advance, next step, it is crucial to not only moving a sales forward, increasing velocity, and helping you separate buyers from tire kickers and disqualify those who are wasting your time and other resources. This why, the next step is the objective of any interaction with a buyer.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

AUGUST 8, 2011

December 2007. You often hear sales leaders articulate their long-term plans, direction of the market, and how they plan to take a leadership role in many of the developments they outline. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

FEBRUARY 6, 2012

December 2007. Questions create interesting experiences for people, and don’t forget, buyers are people. Despite, what they say, (who ever They are), it is OK to answer a question with a question, especially if it resolves the buyer’s curiosity. January 2009. December 2008. November 2008. October 2008. August 2008.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JUNE 15, 2011

December 2007. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0. Sales Tool. When Sales Met Marketing. January 2009.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 15, 2012

December 2007. By now everyone is aware of the increasing talk of the need for alignment between marketing and sales, with some organizations realizing that it is healthier to look at the entire Client Life Cycle as one function rather than two. Sales Tool. When Sales Met Marketing. January 2009. December 2008.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

DECEMBER 12, 2011

December 2007. If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

NOVEMBER 10, 2011

December 2007. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. To help answer this question we have brought together top Focus sales and marketing experts to talk about the specific tactics that work for sales people today. Sales Tool. January 2009.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

OCTOBER 10, 2011

December 2007. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

MAY 13, 2011

December 2007. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. January 2009. August 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

AUGUST 24, 2011

December 2007. Beyond automation, tools, and other resources available to sales professionals today, it still is the responsibility of the rep to be sure they are ready and willing to fully engage with a potential buyer, we examine a few here, some next week, but we are also curious as to what you do to be better prepared.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JANUARY 28, 2012

December 2007. Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Then I got to thinking, is this reflective of the level of accuracy and reliability the modern buyer can rely on when he/she turns to social media as part of their buying quest?

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

MAY 27, 2011

December 2007. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. September 2008. August 2008. April 2008.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

JANUARY 27, 2012

December 2007. Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! January 2009. December 2008. November 2008.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

MARCH 2, 2012

December 2007. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

FEBRUARY 29, 2012

December 2007. Focus on the buyer’s objectives, and “demo” how you can address them positively. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. Next Steps.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

OCTOBER 14, 2011

December 2007. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Since they are the primary buyers, sales tools are built for their priorities.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

AUGUST 26, 2011

December 2007. I’m Bill the Buyer. Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Is the market the customer is in ideal?

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

AUGUST 16, 2011

December 2007. A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Pipeline

JULY 18, 2011

December 2007. Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought. Sales Tool. January 2009. December 2008. November 2008. October 2008.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JULY 25, 2011

December 2007. Diving home it struck me that this fellow an unnecessary but real barrier to successfully selling, going to an expo with thousands of attendees, and completely limit the means of buyers to buy does not seem savvy. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JANUARY 16, 2012

December 2007. For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes. January 2009. December 2008. April 2008.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

JANUARY 6, 2012

December 2007. The challenge is ensuring that the actions you take have the desired outcome for you and your buyer. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

APRIL 27, 2011

December 2007. In today’s video, I go into detail about leaving effective voice mails, how to leverage them and make them a core part of you campaign to win specific buyers. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. August 2008.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Hubspot Sales

FEBRUARY 3, 2021

She borrowed money from a credit union and took night classes to get a post-grad diploma in digital marketing. According to her, "Your buyer needs to understand that you’re a real human being who can add value to the evaluation as opposed to a call center rep they’ll never speak with again.". Always be yourself!

Hubspot 123

Hubspot Inside Sales Outside Sales Scale 123

The Pipeline

NOVEMBER 11, 2011

December 2007. ” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Sales Tool. When Sales Met Marketing. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

FEBRUARY 17, 2012

December 2007. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Sales Tool. When Sales Met Marketing. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210